#169 Lori Richardson: How Top Sales Orgs Use Data & AI To Sell More

In this episode, Lori Richardson breaks down how top sales organizations use data, AI, and better coaching to improve sales performance. We cover what makes great salespeople, the 21 sales competencies, how AI can support coaching and deal reviews, and what modern sales teams should be thinking about when building their tech stack.

Lori also shares lessons from her decades in sales and what it really takes to build a successful career in the industry.

Chat with me about 1-1 coaching:

👉https://calendly.com/bussingventures/session

🏢 Book me for corporate sales training & speaking →https://calendly.com/bussingventures/bussing-sales-speaking-training-consult

🎯 Free Cold Calling System →https://docs.google.com/document/d/13ZAVPoM0_T96m3Nl6jtnPjmfR-hfxrct5-gyzHcMg80/edit?usp=drive_link

Connect With Lori →https://www.linkedin.com/in/scoremoresales/

Timestamps

00:00 - Intro

02:18 - How to Evaluate a Sales Organization

04:00 - What Makes a Great Salesperson

10:13 - Building a Successful Outbound Sales Team

13:33 - How Long Does It Take to Become Good at Sales?

15:57 - Handling Rejection & Building Confidence

23:03 - The 21 Sales Competencies

25:32 - Using AI as a Sales Coach

28:33 - AI, Personalization & Sales Messaging

31:00 - The Best AI Use Cases for Sales Teams

36:55 - AI Roleplay & Sales Coaching Tools

40:31 - The Ideal Sales Tech Stack

43:15 - Lori’s Career Lessons & Advice

46:11 - Never Mistake Sales Activity for Achievement

ABOUT ME:

I help B2B tech companies build world-class outbound sales teams through training programs, workshops, and sales kickoffs. Former seller at Oracle, Google, & an AWS partner who has coached 100s of reps across the industry to hit quota & unlock their personal potential.

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